Manager, Client Development (Auto)

Capital One•Plano, TX

6d•Onsite

About The Position

As a Client Development Manager at Capital One, you will apply your strategic and analytical skills to create and strengthen relationships in the auto space. You will work with senior leaders to systematically identify and evaluate opportunities to establish, structure, and foster relationships that drive adoption of our products. You'll expand our reach and provide opportunities to proactively engage our partners shaping future developments to deliver a better customer experience. You'll do it all in a collaborative environment that values your insight, encourages you to take on new responsibility, promotes continuous learning, and rewards innovation.

Requirements

High School Diploma, GED, or equivalent certification
At least 3 years of experience in the Auto Industry
At least 3 years of experience in partner management or corporate development
Strategic Agility: A "CEO mindset" regarding account ownership. Proven ability to pivot from tactical troubleshooting to long-term strategic planning, ensuring that day-to-day interactions align with broader enterprise goals.
Operational Empathy: The ability to look beyond the "task" to the "Job-to-be-Done." Expert in identifying "workarounds" (physical paper usage, browser tab switching) that signal where digital tools are failing to meet the customer’s needs.
Matrix Navigation & Influence: Exceptional skill in navigating internal cross-functional matrix structures (IT, Sales, Ops, Finance) to drive consensus and resource allocation without direct authority over those functions.
Professional Resilience: The capacity to maintain objective, executive presence during high-friction, high-stress dealer interactions while simultaneously advocating for the dealership and the firm.
Strategic: proven track record of making holistic assessments of our current state, defining an end state vision, and the audacity to articulate the path to get there. Conceptual thinking skills must be complemented by a strong orientation towards continuous improvement, given the complexity of our execution environment.
Strong communication, negotiation and influencing skills: Impeccable written and oral communication credentials, coupled with strategic influencing skills and the ability to drive agreement through intellect, interpersonal and negotiation skills.
Strong judgment, leadership and integrity: be a tenacious decision maker, able to bring a responsible approach to business while in a leadership position guiding execution resources.
Clear results orientation: focused on achieving both short and long-term goals. Be able to drive and execute an agenda in an uncertain and fluid environment while overseeing multiple projects and programs concurrently.

Nice To Haves

Bachelor’s Degree or military experience
5+ years of experience working with Senior Executives at OEMs or Captives
5+ years of experience in partner management or corporate development
2+ years of experience giving sales presentations to clients and senior leaders

Responsibilities

Act as the primary owner for high-risk account churn, tasked with independently diagnosing root causes, forming cross-functional "hot house" teams, and negotiating strategic exceptions or service adjustments to retain enterprise revenue.
Partner directly with clients to identify and map "friction points" in their daily operations—observing how tools (like CRMs) actually function in the field vs. intended design—to provide actionable feedback for the product roadmap.
Architect and facilitate executive-level industry forums (e.g., 20 Groups) to deepen enterprise-level relationships, position Capital One as a thought leader, and create proprietary pipelines for market insights.
Act as a critical liaison between product pilot teams (e.g., Chat, SMS products) and dealership field staff, facilitating feedback loops that prioritize roadmap enhancements based on real-world adoption and utility.
Use strategic and analytical skills on project and product development in order to successfully bring new digital tools and products to the market nationally.
Manage product research interactions with the field sales associates to help refine the target audience in the development of Capital One projects, programs and products that positively impact the customer/dealer experience.
Work closely with colleagues across Capital One including: IT, Sales, Operations, Finance and others to identify opportunities to drive improvement in quality, volume, service, and profitability.
Contribute with Strategy and Execution for important projects and initiatives that help drive our Go-To-Market strategy.
Coordinate across the line of business to manage and sequence delivery of business intent, build business requirements and execute against the partnership strategy.
Oversee multiple projects and programs concurrently.